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Personal Selling: Building Customer Relationships and Partnerships By Rolph Anderson

Personal Selling: Building Customer Relationships and Partnerships by Rolph Anderson

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Personal Selling: Building Customer Relationships and Partnerships Summary

Personal Selling: Building Customer Relationships and Partnerships by Rolph Anderson

Did you know nearly twenty percent of all college graduates, regardless of major, will start their careers in professional sales?
Now is an especially exciting and challenging time to study professional selling.

Personal Selling: Building Customer Relationships and Partnerships uses a pragmatic, up-to-date, realistic, upbeat, and professional approach to the study of personal selling (specifically business to business). The text, written in a conversational style, creates diverse "real-world" experiences for students through experiential learning such as Internet exercises, role plays, case studies, and self-assessment tools.

To help the reader relate more realistically to a new career in the business-to-business sales field, the publication includes "On the Frontlines: The Life of a Salesperson" vignettes. These features throughout the publication follow the "real-world" personal selling experiences of a recent college graduate.

Personal Selling: Building Customer Relationships and Partnerships:

  • Presents considerable theoretical material and depicts practical application of the theory
  • Gives many "real world" company examples that allow students to further enhance their understanding of the concepts.
  • Addresses the increased importance of ethics and legal issues in personal selling and business
  • Describes the use of high-tech tools and the advantages (and a few disadvantages from excessive use) to sell more efficiently and effectively.
  • Embeds "Inside Personal Selling" profiles in each chapter. These profiles present salespeople from diverse backgrounds who sell diverse products for various types of organizations.
  • Features several personal assessment tools for the reader to assess his/her strengths and weaknesses. Topics include those on ethics and communication styles.

Table of Contents

PART ONE Overview of Personal Selling
CHAPTER 1 Introduction to Personal Selling: It's a Great Career!
CHAPTER 2 Adjusting to the Dynamic Personal Selling Environment
CHAPTER 3 Ethical and Legal Considerations in Personal Selling

PART TWO The Personal Selling Process
CHAPTER 4 Prospecting and Qualifying: Filling the Salesperson's "Pot of Gold"
CHAPTER 5 Planning the Sales Call: Steps to a Successful Approach
CHAPTER 6 Sales Presentation and Demonstration: The Pivotal Exchange
CHAPTER 7 Negotiating Sales Resistance and Objections for "Win-Win" Agreements
CHAPTER 8 Confirming and Closing the Sale: Start of the Long-Term Relationship
CHAPTER 9 Following Up and Servicing the Account: Building Strategic Partnerships by Keeping Customers Satisfied and Loyal

PART THREE Understanding and Communicating with Customers
CHAPTER 10 Understanding and Negotiating with Organizational Buyers
CHAPTER 11 Strategic Understanding of Your Company, Products, Competition, and Markets
CHAPTER 12 Communicating Effectively with Diverse Customers

PART FOUR Achieving Success in Personal Selling
CHAPTER 13 Managing Your Time and Your Territory
CHAPTER 14 Starting Your Personal Selling Career

Additional information

NLS9781465238726
9781465238726
1465238727
Personal Selling: Building Customer Relationships and Partnerships by Rolph Anderson
New
Paperback
Kendall/Hunt Publishing Co ,U.S.
2014-01-14
564
N/A
Book picture is for illustrative purposes only, actual binding, cover or edition may vary.
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